personal qualifications _so as to create and control his opportunities_
to succeed. He should be able to _bring himself to good luck_, and not
expect anybody or any event to bring good luck to him.

One cannot make the most effective use of his capabilities, he cannot
create and control his chances to succeed, until he develops skill in
salesmanship, which is necessary to market his qualifications
profitably. He must practice "selling himself" until the habit of using
sales skill in everything he does and says becomes second nature to him.
Sales skill is the _dynamic_ factor of success. It transforms potential
powers into actual accomplishments. It enables the qualified man to turn
his individual capabilities to best account.

* * * * *

[Sidenote: Opportunity A Constant Companion]

Sometimes a man says, as an excuse for his failure, "I never had a
chance." The truth is that Opportunity is a constant companion to every
man. Each of us has _within himself_ limitless wealth. All normal people
are rich in ability. It is possible for anyone to become more
prosperous. _He need only turn his possibilities into realities._ When a
man capable of accumulating riches continues poor, he is like the
shipwrecked discoverer of a bonanza gold mine on an uncharted island. He
cannot exchange his potential wealth for the things he desires; because
he is unable to market his raw gold.

Similarly you who have not yet succeeded are _potentially_ rich. If you
possess the generally recognized fundamentals of success; such as
characteristic honesty, intelligence, energy, etc., you are not